Enterprise Account Executive, Local Government Specialist

2 days ago

London, Greater London, United Kingdom Databricks Full time

About the Role:

We are seeking a highly skilled Enterprise Account Executive to join our team at Databricks. As a key member of our Public Sector Sales team, you will be responsible for identifying and pursuing new business opportunities within the Local Government and Education sectors.

Key Responsibilities:

  • Develop and execute a sales strategy to identify and engage key decision-makers within Local Government and Education accounts.
  • Utilize a solution-based approach to selling and creating value for new logo accounts.
  • Identify and close quick, small wins while managing longer, complex sales cycles.
  • Support the broader big data and AI transformation goals of your customers through strategic partnerships, professional services, training, and executive engagement.
  • Build exceptional value with all engagements to guide successful negotiations to close.
  • Orchestrate and work with teams to maximize the impact on your ecosystem.
  • Own the consumption story with your customers, using demand plans to identify the most viable use cases in each account to maximize Databricks impact.
  • Deliver technical and business results using the Databricks Intelligence Platform.

Requirements:

  • Strong background in new business development, closing experience, and quota over-achievement when selling to public sector accounts.
  • Experience of Public Sector procurement frameworks and mechanisms is beneficial.
  • Sales experience within Cloud software, open source technology, or Data and AI space.
  • Experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure, and Google Cloud teams.
  • Understanding of how to identify all key use cases and buying centers in an opportunity to increase the impact and business value of Databricks in an organization.
  • Methods for co-developing business cases and gaining support from C-level Executives.
  • Experience of building effective champions, collaborative teams, and partnerships to support execution of your territory plan.
  • Understanding of consumption-based land and expand sales models.
  • Experience of following robust sales methodologies and process, e.g., account planning, MEDDPICC, Value Selling, and accurate forecasting.
  • Longevity with previous employers.
  • Eligibility for SC clearance.

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